Implementing a New CRM program: Getting Acceptance by Sales
It’s one thing to buy a CRM system, it’s another to have the salespeople use it and accept it. In this program Michelle Walsh the senior executive sales leader for B2B Prospecting tells Jim Obermayer how she got the acceptance of the salespeople for their new CRM System.
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Listen While You Work! Hill's strategies aren't just for salespeople. Marketing people can use a dose of his expertise and advice.
Sales Pipeline Radio host Matt Heinz banters easily with real sales expert Sedric Hill about mastering the game of sales. Hill says it's all about creating a more profitable business by reaching the sales person's potential.
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What do you do with a Naked Sales Lead?
Ask a salesperson and they will tell you that the most obscene thing they receive from marketing is a Naked Sales Lead. This is a stripped down sales lead that has nothing on it except what is mandatory and that usually doesn’t include budget, authority, need and time frame for purchase. In this live streaming CRMRadio.Today program Paul Petersen joins us to discuss how to gain the salespeople’s undying respect by giving them what they most desire: a qualified sales lead. The host is Jim Obermayer.
About Paul Petersen
Mr. Petersen is the general manager and vice president of the GoldMine business unit of HeatSoftware Inc.
About GoldMine
Headquartered in Milpitas, CA., USA, GoldMine is a division of FrontRange Solutions. GoldMine is a leading provider of mobile relationship management solutions for small businesses worldwide. Over 1 million users have selected GoldMine to help them manage over 1 billion relationships. GoldMine has been selected by businesses in more than 80 verticals and 45 countries to grow their businesses and build enduring relationships. www.goldmine.com
CRMRadio is one of many streaming live internet radio programs on the Funnel Radio Channel that play sequentially on Thursday mornings. The Funnel Radio Channel is seeking radio personalities and talk show hosts for their specific area of expertise. Talk radio personalities often discuss products, technology and management from a particular point of view. Contact James Obermayer, Publisher and President of the Funnel Media Group LLC.
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This SLMARadio.today program with author and radio host David Lewis discusses how sales lead nurturing, in many forms, helps the prospect in the purchase process in what is the snack sized world we live in. It also helps the salesperson in their seemingly hopeless lack of sales lead followup.
Why It's Important:
"Because we live in a snack sized world, says David Lewis,
sales lead nurturing is important."
Sales Lead Management Association
On SLMARadio.Today DemandGen founder and CEO David Lewis discussed why lead nurturing is no longer an option using four arguments than cannot be denied. During this program David Lewis makes the case for marketing automation and nurturing:
About David Lewis
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This live streaming interview occurred on CRMRadio.today on the Funnel Radio Channel.
Customer Relationship Management, after all of these years, continues to be controversial. In spite of large strides in ease of use, lots of new applications for social media, business intelligence and graphics presentations, plus customized versions for insurance, medical, car dealers, non-profits and a few hundred more industries, the grumpy rumors continue about a failure to deliver on what is promised. In this interview, Jim Dickie of CSO Insights takes a whack at the industry discontent. Could it be as simple as “salespeople are never satisfied?” We will find out. The host is Jim Obermayer
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DemandGen Radio - the pulse on modern marketing methods & technologies.
This is the newest streaming-live program from the Funnel Radio Channel.
David Lewis. CEO of DemandGen International and host of DemandGenRadio welcomes us to its biweekly DemandGen Radio. They bring top industry experts, thought leaders, authors, marketing technology firms, and senior marketing leaders from around the world to teach YOU the methods and technologies for high performance marketing.
In this inaugural episode, DemandGen Radio host David Lewis is joined by one of the founding fathers of Modern Marketing, Jon Miller, co-founder of Marketo and now the founder and CEO of Engagio an account-based marketing platform that orchestrates outbound interactions across departments and channels.
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The Best CRM System on the Market
CRM systems have been installed in 90% of the companies. Regardless, failure rates are still high which fuels more entrants into the market. New capabilities (applications) continued to be hung on the basic CRM platforms which fuels even more companies into the market. And everybody claims their program is the best. The systems get more complicated and yet say they are easiest to use. Industry expert David Raab from Raab Associates discusses his opinion of the best CRM system on the Market.
Principal David M. Raab has more than thirty years’ experience as a marketer, consultant, author and analyst. He has consulted with major firms in financial services, health care, telecommunications, publishing, consumer goods, technology and other industries. Mr. Raab has written hundreds of articles on marketing issues and addressed audiences in North America, Europe, Asia and Australia. He is author of The Marketing Performance Measurement Toolkit, published by Racom Communications. 
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Robin Saitz convinces us from this live streaming interview on SLMARadio that sales enablement not only starts with marketing, but it is a measurable function that has a definable return on investment. Yes she says, it is about controlling content that the prospect wants and helping salespeople with content delivery. Host Jim Obermayer says he learned more from this interview about sales enablement than he thought possible. 
Robin leads the Brainshark marketing organization and is responsible for driving interest and awareness for the entire Brainshark solutions platform. She joined the company in 2015 after a long tenure at Boston-based PTC, where she successfully helped the company grow to $1.3B in revenue. While there, she led a variety of marketing functions to deliver on reputation, demand generation, and sales enablement goals. Additionally, Robin has been honored in STEMconnector’s inaugural 100 Women Leaders in STEM.
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Four Reasons Why Marketing Operations is Crucial for Growth!
In this 25 minute interview on SLMA Radio, Wilson Raj says it is all about business results. Having a a marketing operations department to assemble and bring sense to the opportunities and complexity of marketing tools and the people is what marketing operations is all about. With unusual clarity Raj brings it all together.
Marketing operations is no longer just for the big boys. With the continuing growth of software applications to control every aspect of marketing, and the need to coordinate the processes. procedures and results, the marketing operations department is being found in mid-sized and even SMBs. During this program Wilson Raj, Global Director of Customer Intelligence at SAS makes the case that Marketing Ops is an essential part of every marketing department. The host is Jim Obermayer.
About our guest:
Wilson Raj is the Global Director of Customer Intelligence at SAS. Collaborating with customers, industry influencers, partners, and product teams, Raj is responsible for global marketing to establish, evolve and evangelize SAS’ analytics-powered marketing solutions. With twenty years of experience in multiple industries, Raj has built data-driven brand value, engagement, and loyalty through expertise in integrating advertising, digital marketing, social media, multi-channel relationship marketing and public relations.
About SAS:
SAS is the leader in analytics. Through innovative analytics, business intelligence and data management, software and services, SAS helps customers at more than 80,000 sites make better decisions faster. Since 1976 SAS has been giving customers around the world THE POWER TO KNOW®.
Also see the blog post: Job Description - Marketing Operations
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CSO Insights: Driving the Sales Category with Hard Research 
Everybody has an opinion about how to improve sales. From the CEO who believes the product can sell itself, to the thousands of sales consultants that have the secret sauce for improving sales. Which is where CSO Insights comes in with hard facts about sales performance and behavior based on research, not opinions.
During this program we interview CSO Insights’ co-founder Barry Trailer about the company and how its research is impacting sales management decisions at B2B companies. The host is Jim Obermayer.
Continue reading "Research for Thoughtful Sales Managers from CSO Insights: Listen While You Work" »
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Jonathan Lacoste said it best on the SLMA Radio program when he said he realized that humanizing digital interaction was not a nice to have but required to address the needs of inquirers. The day of static content presentation is past. Dead.
Interactive content presentation engages the prospect and allows the sponsor to gain unique information which leads to higher conversions. Listen and learn.
Ok, we get it, most of you are struggling just to get some content on your site and now we have someone talking about “Interactive Content.” The way things are changing it almost makes you want to go into sales. But not too fast, this interactive content thing is the wave of the not too distant future and the SLMA has an expert on the subject with Jonathan Lacoste, president of Jebbit. The host is Jim Obermayer.
About Jonathan Lacoste
Jonathan Lacoste is an award-winning entrepreneur and writer. Lacoste is the co-founder and President of Jebbit, a digital marketing software company he founded as an undergraduate student in 2011. Since launching the company, Jonathan has been named to Forbes' "30 Under 30," was the "Emerging Executive of the Year" in the state of Massachusetts and is considered the youngest entrepreneur to raise venture capital, at age 19. Jonathan pens “The CMO Corner” column for Inc Magazine, sharing marketing-tech trends and tips from CMOs in various fields. In his spare time, Jonathan is an avid marathoner, having run 13 to date.
About Jebbit
Jebbit is a venture-backed company offering a digital marketing platform that creates engaging micro-content, personalizing a brand’s interaction with each individual in its audience. Over time, our solution transforms the unique data we’ve captured into rich consumer profiles, which integrate with any marketing technology stack.
This blog is supported by the generous sponsorship of OMI - Outward Media, VanillaSoft and Goldmine CRM Software
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How relationships lead to greater performance & conversions with Matt Heinz on Sales Pipeline Radio.
Sales people are focused on the immediate deal. They may win a deal, but that isn’t the way to build a long-term relationship. And we all know that acquiring the next new customer is far more expensive than growing with your exiting ones.
Dave and Steven’s book has some very positive and in-depth reviews on Amazon, and it’s certainly clear readers are finding immediate takeaways. Check out their customer-focused book, which includes some top-notch companies and industry leaders from across the globe. Each one talks about a customer, and even brings their customer into their case study.
Continue reading "Beyond the Sales Process with David Stein: Listen While You Work" »
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This is about the unlikely pairing of a CMO and a CFO that met and fell in love with the idea of Revenue Marketing.
CMO Liz Sophia brought the discipline of Revenue Marketing to Hodges-Mace and the skeptical CFO Ron Shah. In this interview, Liz and Ron talk about how the company made the transition to a revenue marketing program that is creating wealth for the company and its salespeople. The host is Jim Obermayer
Program Highlights
Continue reading "Can a CMO and a CFO fall in Love with Revenue Marketing? Listen While You Work." »
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Sean Burke, CEO of Kitedesk discusses how a company can economically create real qualified leads to drive a forecast which drive sales.
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We love the Weekly Byte, hosted by Brandon Garcin which is produced by the Continuum Podcast
Network, one of the inaugural programs of the SLMA Live Channel. This is an audio version.
We enjoy the fast paced programming that jams must-have learning into less then 2.5 minutes.
This week's program has 5 Tips on email is a reminder that all email blasts must have these five things to have a chance for success.
"The Weekly Byte is a weekly series that provides quick, digestible tips and best practices you can use
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Marketing is often presented with a dizzying array of metrics, many of which Paul Petersen of Goldmine Softtware says are useless. In this SLMA Program, Paul, GM and Vice President of GoldMine discusses how some of the most common metrics may not be what you think and in fact may be marketing myths.
Continue reading "Troublesome Marketing Myths and ROI: Listen While You Work on SLMA Radio" »
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There is a common trait among inquirers: they lie. They most often lie about not having an immediate need. Their untruth is based on self-interest to avoid being hounded and that is fair. But the lie allows a real prospect to hide and it allows sluggish in-experienced salespeople to not properly qualify or even follow-up.
In this SLMA radio program Ben Sardella from Datnyse tell us how to use science to develop qualified leads. This aids in avoiding lies and hesitant sales people.
Ben also answers the question: What are the three things that have made you a success!
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Matt Mayberry, a former NFL linebacker for the Chicago Bears joins Matt Heinz on today's episode from Sales Pipeline Radio, a program on the SLMA Live Channel. Mayberry recounts how he turned his life around from drugs at 16 years old and eventually joined the Chicago Bears and responded to a career ending injury.
They discuss the mental game of sales:
- Why ridiculous self-belief in your self must come first, but there is the need to avoid a selfish mentality.
- Failure is a different result of your goal
- How to get a killer mentality
- Why tuning out negatives is the road to success
- Having a passion for what you do is the most important aspect of your business
- Mayberry's attitude is to take massive action in his business
- They discuss Mayberry's soon to be released book: Winning Plays - Sept 2016
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Revenue Marketing, a term and an avocation made popular by Debbie Qaqish, of the Pedowitz Group through her weekly radio program, WRMR PowerTalk Radio for Revenue Marketing™ Leaders and her book “Rise of the Revenue Marketer," is the guest on SLMA Radio to discuss the growth of the Revenue Marketer in B2B.
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In this interview with Jerry Troke, CEO of Marketnet, host Susan Finch and Jerry Troke tackle the issue of simply reassigning sales leads to someone that cares instead of pursuing the impossible dream.
Sales lead follow-up by direct or indirect representatives continues to be the most aggravating, difficult, madding, and frustrating issue confronting sales and marketing management.
Why it Matters:
"Management demands, threatens, screams and begs salespeople to do their jobs and follow-up expensive sales leads given to them, and failure is management's reward 75-90% of the time."
Sales Lead Management Association
About Jerry Troke
Continue reading "Should leads be reassigned if a rep fails on follow-up? Listen While You Work!" »
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Prioritizing Sales Management for Success: Three Essentials for Increased Sales
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Matt Heinz believes Josiane Feigon, one of his insides sales heroes, is scary right when it comes to Inside Sales (aka "Sales") predictions and trends. Don't miss the end where she shares what she thinks it takes to stay relevant, focused (and employed) and how sales organizations can keep their talent happy and smart.
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Most CEO’s admit that they are competent in finance, lag in manufacturing, unknowing about engineering, unfamiliar with quality control, and innocent about marketing. When it comes to sales, however, it seems CEO’s always feel they are experts at sales management and in most cases this is dangerous. It is always dangerous to not know what you don’t know. In this program, author and radio host Andy Paul discusses the four things every CEO should know about sales.
Hints:
Continue reading "4 Things every CEO Needs to Know About Sales Management. Listen While You Work!" »
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Every industry has its secrets and the sales training industry, an area often over-burdened with out-of-work salespeople, is one area that is confusing and laden with misconceptions. In this interview, seasoned sales training professional Patricia Fripp shares the secrets to sales training that not everyone wants you to know. Highlights:
Bonus: How to Write A Speech by Patricia Fripp 
Try Fripp for Free: Free Trial
About Patricia Fripp
Continue reading "Listen While You Work: Patricia Fripp on Dirty Secrets of Sales Training " »
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Starting January 1, if you have a calendar business year, you should have a new marketing plan with SWOT, Goals, Objectives, Strategies, and Tactics. The plan must be based on a sales forecast by product. It should state how many inquiries by product will be essential to make forecast and the sales quotas.Each tactic should clearly state how many raw inquiries and qualified leads you will create to make forecast (if the tactic is lead gen based).
Budgets should reflect two approaches:
Continue reading "Is your marketing plan based on a sales lead forecast?" »
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Stu Heinecke; host of Contact Marketing, a program on the SLMA Live Channel, interviews American Marketing Association CEO Russ Klein (right). Russ joins Stu to talk about Contact Marketing and how it fits into the best and next practices of marketing and selling plus and how it all fits into the current AMA mission.
Host Stu Heinecke and Russ Klein discussed:
Russ Klein
CEO
American Marketing Association
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In this interview with Justin Gray, CEO of LeadMD we discuss how to avoid being part of the 87% of marketing automation users who fail. The host this week is Susan Finch. Lively program, great insight.
It’s one thing to buy a marketing automation tool and install it. Its another thing to use it every day to manage and nurture, your most precious asset: sales leads. And yet some would say that this leading edge technology could be aptly named bleeding edge because of the effort it extracts from the users to make it work.
Justin Gray , CEO & Chief Marketing Evangelist
You might know Justin from the incredible amounts of quality best practices content
Continue reading "Is Marketing Automation Leading or Bleeding Edge? Listen While You Work!" »
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Contact Marketing is a show offered on the SLMA Live Network at 10 AM each Thursday. Broadcast live it is hosted by Stu Heinecke of Contact Marketing.Agency
Nationally recognized blogger, marketer and prolific author Matt Heinz knows what it takes to get businesses on the path to rapid, sustainable growth. In this session, he shares his secrets and talks Contact Marketing with How to Get a Meeting author and host Stu Heinecke.
Matt Heinz answers the show's benchmark question: "When you absolutely must break through to someone of great importance, someone who is impossible to reach, how do you do it?"
Continue reading "Listen While You Work: Matt Heinz on Contact Marketing and Rapid B2B Growth" »
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This program originated with Leadspace Radio, the host is Damon Waldron and his guest is David Lewis of DemandGen. Leadspace Radio is broadcast on the SLMA Live channel by Leadspace
Hear top demand generation expert David Lewis tell you how to build your own lead generation demand factory. He maps a plan
Continue reading "David Lewis on Building a Demand Factory. Listen While You Work!" »
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The guest for this SLMA Radio program is Adam Bluemner the managing editor of Find Accounting Software. This is a great interview on the most effective follow-up strategies which were analyzed from 63,256 calls. The study is available here. The host this week is Jim Obermayer.
Continue reading "Listen While You Work: A Study on the Most Effective Lead Follow-Up Strategies" »
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Industry stats indicate it takes fewer touches to make a sale from an exhibit visitor. If this is true, companies should be trying to go to as many shows as possible and the goal should be a high lead count of qualified prospects. In this program, Victor Kippes, President of Validar will describe the Five Ways to Increase Qualified leads by 300%. The host is Jim Obermayer.
Victor covers:
About Validar Since 2005, Validar Inc. has helped B2B event marketers better understand and...
Continue reading "Victor Kippes Unscripted. Listen While You Work!" »
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A delightful Book Review with the Author Ruth Stevens: Maximizing Lead Generation: The Complete Guide for B2B Marketers
Author Ruth P. Stevens was interviewed on August 13, 2015, 10:30 by SLMA Radio Host Jim Obermayer about her book Maximizing Lead Generation. We discussed her step by step lead generation recommendations, asked if the top media options have changed in the time since the book was published and if her predictions on the ways lead generation is going to evolve has come true.
About the book: Maximizing Lead Generation: The Complete Guide for B2B Marketers
Paperback, 11 Chapters, 199 pages plus index
Available on Amazon and Que Publishing
List Price: $44.95 Que $26.99 Amazon: $15.85 Also available as a Kindle book.
About Ruth P. Stevens
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4 Ways Queue-Based Lead Management is Shaping Inside Sales
Kevin Thornton, EVP of Vanillasoft explains to SLMA Radio Host Jim Obermayer how queue based lead management makes the difference between success and failure for any company with high lead volumes and inside sales people.
Kevin covers:
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This program originally aired on July 2, 2021 and is now available for replay. It is an unscripted interview with Chris Lynde, CEO of dbSignals:
SLMA Radio host Jim Obermayer and Chris Lynde discussed:
Poorly organized data contributes to a low image issue that marketing has from sales reps.
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Tracking Revenue from SEO is what everyone CMO wants, but not everyone gets it. And by "getting it" I mean the ability to track it and prove that it actually happens.
SLMA Radio host Jim Obermayer interviews Eric Kronthal and covers:
Revenue is rallying cry for marketing, as it has been since the last recession and seems to be
Continue reading "Eric Kronthal says you can connect SEO to Revenue. Listen While You Work!" »
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Every marketer is on the hunt for marketing tools that yield an ROI for lead generation campaigns. In this SLMA Live program and podcast replay host Jim Obermayer discusses with Geoff Alexander, President of iContact, how to demystify key metrics for email marketing campaigns; and yes, he says you can absolutely measure revenue. Alexander says campaigns today are not “one and done” programs, but follow a pattern of planning, preparing, launch, measurement, refinement and repeat.
Some notable quotes from the program:
“You can absolutely measure revenue return.”
“Software technology is continuing the conversation during the entire life cycle.”
“This is about empowering people.”
"Test, segment, optimize performance and let analytics be your guide.”
About Geoff Alexander – President, iContact
Geoff Alexander oversees iContact’s day-to-day business operations, including strategic direction, revenue, sales, services, and marketing. Alexander has 20 years of experience in management,
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It happens every year, salespeople are behind in quota, competitive sales that should come to you slip through your salesperson’s hands. The problem is that you very seldom know why. Host Susan Finch interviews Patricia Fripp, the woman with boundless energy and bottomless wit to get to the heart of the lost sales issue.
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On SLMA Radio recently, Bonnie Crater, CEO of Full Circle CRM was interviewed by me on the topic of gender equality at the C-level. The question of whether or not it is possible was the focus and steps companies can take toward this goal. But one of the byproducts of this interview is the question, "Why does it matter?"
Here is the replay of that interview:
Or you can view the SLMA Radio interview here >
This article just posted in USA Today 4/18: Is Meritocracy a joke for women in tech >
The current situation in the tech industry has taken the issues of women in the workplace to new levels of controversy recently. For starters, the number of women in Silicon Valley has been falling precipitously over decades' time.
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We know that CRM or sales automation installations are fraught with frustration and failure. It isn’t unusual that companies go through 2-3 CRM companies until they have software that works for everyone. In this interview, SLMA Radio host Jim Obermayer, asks Joe Scioscia, VP of Sales at VAI how to avoid CRM installation failure. Joe Scioscia is an expert on the CRM and ERP and in 25 minutes he will guide us out of the corn patch maze known as CRM Implementation.
Listen to Joe now.
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